Professional Networking for B2B Lead Generation

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The world is moving ahead fast and so is the way we look at business. Just the other day, you thought that you had come across an untapped sea of opportunities when you started lead generation on the social media networks. You deployed your BPO agents to work on this new-found marketing tool. The call center agents began in earnest. They added random friends, they tapped communities and groups and they tweeted ferociously. At the end of some months, you suddenly found yourself staring down the barrel because you couldn’t generate the number of leads that would justify your investments on resources. Where did you go wrong?

The answer lies in the type of business you are doing. Are you a B2B business house? Are you looking for clients who will hire your call center services for projects? If the answer is yes, you will soon know where you went wrong. Social media networks are for common users. Connecting with them won’t get you business because individuals don’t hire BPO firms! You have to touch base with other business networks because that is how you are going to connect with people who matter. Unfortunately, your outbound call center agents won’t find them floating around on Facebook and MySpace. Even if you do come across them, your bullish way of social media marketing will put them off.

The key to bell the cat is professional networking. Get your lead generation team to get on professional networks like LinkedIn, Ryze and Xing. You can find business heads and company profiles on these platforms. Tap them through your call center agents. Make sure your outbound call center is following the correct tenets of online marketing. Your approach is like a presentation that you are making to a prospective client. It must have that degree of professionalism and gravity. This is not where you say a casual ‘Hi’ and then push across a web link. Your way of conducting business will be reflected in your approach to the client. Be precise, prompt and professional. Your credibility is your integrity.

Don’t just use the profiles for lead generation. Network actively. Connect with other business houses. Talk to people who are in influential positions. Ask your BPO agents to take interaction as an active goal. Call center agents have this matter-of-fact way of getting straight to business because they have steep targets to meet. As a planner, change the performance measuring metrics for your outbound call center team. If you are planning to do something new, you have to change your own mindset first. When your agents find that you are open to accommodate the new way of doing business, they will feel secure about trying unconventional methods. Without being bizarre, a different track generally stands out and makes an impact.

Professional networks don’t just help you in B2B lead generation. It also benefits the brand credibility of the company. You can tap the best resources in the call center business if you look for them on these networks. This is a radical way of doing something you did with more effort and less results.

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